Navigating Commission Changes and Plan Mapping: Key Takeaways from Insurance Business Babes
The Medicare insurance landscape continues to shift, causing both confusion and frustration for independent agents everywhere. On the latest episode of Insurance Business Babes, industry veterans Kathe Kline, Joanna Wyckoff, and Scott Miller delve into the current challenges they face—including commission changes, confusing plan crosswalks, and tools that can make all the difference. Here are the top takeaways and insights from their candid conversation.
Commission Cuts and Non-Commissionable Plans: The Agent’s Dilemma
A recurring theme in the industry this year has been the abrupt announcement of popular plans becoming non-commissionable—often after agents have already completed their marketing and planning. Scott Miller recounted a recent experience where a top-selling plan in his region suddenly stopped paying commissions, leaving agents responsible for service but without proper compensation. Both hosts expressed frustration with CMS allowing such changes post-approval and with the lack of clear recourse for agents—especially when lobbying groups lack the legal resources to fight these decisions.
The Complexities of Plan Mapping and Crosswalks
Plan mapping has created a logistical nightmare for many agents. Changing plan numbers, crosswalks, and new names add layers of confusion when helping clients maintain continuous coverage or qualify for guaranteed issue rights. The trio discussed the difficulties of tracking these changes, especially when agent platforms like Connecture or Sunfire may not clearly show these transitions.
Strategies and Tools for Survival
With regulatory pressures mounting, technology and support networks have become crucial. Tools like RetireFlo—developed specifically to streamline client reviews—are making it possible for agencies with thousands of clients to stay organized. Joanna and Kathe highlighted the importance of leaning on uplines or FMOs for updated documentation and data, noting that not all FMOs are equally equipped to help.
Final Thoughts: Persevere and Cross-Sell
While the challenges are substantial, the podcast closed on a note of resilience. The trio urged agents to continue serving their clients, invest in retention, and diversify by cross-selling additional products. With industry trends often cyclical, perseverance and adaptability remain key to thriving in Medicare insurance sales.
Stay tuned for more industry insights and strategies from Insurance Business Babes.
This episode is sponsored by CertifiedMedicareAgents.com. Use the coupon code BABES2024 for a free lifetime BRONZE membership.